Why You Should NOT Give Salespeople Discount Authority
August 31, 2022
Find out all the reasons why you should NOT give salespeople discount authority. Salespeople are the direct contact with your customer.
Month: August 2022
Memecast #73: Ace of Hearts: Win Rates and Average Selling Price
August 31, 2022
This one is the Ace of Hearts from the Selling Value card deck. Selling value really does do a lot of things. But if you
Special Episode: 2 Pricing Professionals Debate
August 29, 2022
Mark Stiving is a widely recognized pricing expert and marketing pro who teaches companies how to boost revenues and realize their true value. He is
Blogcast #69: Subscribe to Heated Seats in a BMW
August 26, 2022
This is an Impact Pricing Blog published on July 20, 2022, turned into an audio podcast so you can listen on the go. Read Full
Qdoba Knows their Buyer’s Decision Journey
August 24, 2022
Discover why you should understand what decision each buyer is making at each point in their buyer’s discovery journey.
Memecast #72: Ace of Spades: Stacking the Deck in Your Favor by Increasing Customer Perceived Value
August 24, 2022
This meme is the Ace of Spades from the Selling Value card deck. Selling value really is the skill of increasing customer perceived value. If
Ep187: Price Execution, Not Price Optimization with Flintfox CEO, John Moss
August 22, 2022
John Moss is the CEO of Flintfox International, a pricing software company with world class IP in the areas of pricing and revenue management. He’s
Blogcast #68: Ballet, Football, Pricing and Sales
August 19, 2022
This is an Impact Pricing Blog published on July 13, 2022, turned into an audio podcast so you can listen on the go. Read Full
Training Salespeople
August 17, 2022
Here is a question that came to me on LinkedIn regarding training salespeople. Hi Mark, I’m reading your new book Selling Value, and I truly
Memecast #71: Select KPIs
August 17, 2022
Possibly my single favorite KPI in the world of pricing is average selling price. Are we managing average selling price per product, average selling price
